PSYC 342 Lecture 10: 342 5.2
20 Oct 2016
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Document Summary
People determine what is correct by nding out what others think is correct. Examples of social proof: car dealers target next-door neighbours of recent customers, salting tip jars, evangelical ministers use ringers (decoys, advertisers provide testimonials and statements of popularity. Social proof compliance studies: reingen (1982) Experiment 1: examined compliance with only donation to a charitable cause. People were presented with names of previous donors (social proof) Experiment 2: examined agree for blog donation. People were presented with names of pervious donors (social proof) or no list. Results - list = better compliance, longer the list = better compliance: horstein, fisch, & holmes (1968) Half of participants found wallet with standard american english letter. Other half found wallet with letter in broken english from immigrant. Results: standard english - 70% compliance, broken english - 33% compliance, not many compliance studies, underlying processes unclear. Things are seen as more valuable if they are less readily available.
